| 000 -LEADER |
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| fixed length control field |
03499cam a2200301 a 4500 |
| FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
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| fixed length control field |
131205s2015 nju b 001 0 eng |
| LIBRARY OF CONGRESS CONTROL NUMBER |
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| LC control number |
2013048355 |
| INTERNATIONAL STANDARD BOOK NUMBER |
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| International Standard Book Number |
9789814556941 |
| CATALOGING SOURCE |
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| Original cataloging agency |
DLC |
| Language of cataloging |
eng |
| Transcribing agency |
DLC |
| AUTHENTICATION CODE |
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| Authentication code |
pcc |
| LIBRARY OF CONGRESS CALL NUMBER |
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| Classification number |
HD58.6 |
| Item number |
.N448 2015 |
| DEWEY DECIMAL CLASSIFICATION NUMBER |
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| Classification number |
658.4/052 |
| Edition number |
23 |
| SYSTEM CONTROL NUMBER |
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| System control number |
(IMchF)fol15046151 |
| DATE AND TIME OF LATEST TRANSACTION |
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| control field |
20170126100749.0 |
| CONTROL NUMBER |
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| control field |
60542 |
| CONTROL NUMBER IDENTIFIER |
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| control field |
UOWD |
| TITLE STATEMENT |
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| Title |
Negotiation excellence : |
| Remainder of title |
successful deal making |
| Statement of responsibility, etc |
editor Michael Benoliel |
| EDITION STATEMENT |
|---|
| Edition statement |
2nd ed. |
| PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) |
|---|
| Place of publication, distribution, etc |
Hackensack, NJ : |
| Name of publisher, distributor, etc |
World Scientific, |
| Date of publication, distribution, etc |
c2015. |
| PHYSICAL DESCRIPTION |
|---|
| Extent |
xxxviii, 495 p. : |
| Other physical details |
ill. ; |
| Dimensions |
24 cm. |
| BIBLIOGRAPHY, ETC. NOTE |
|---|
| Bibliography, etc |
Includes bibliographical references and index. |
| FORMATTED CONTENTS NOTE |
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| Formatted contents note |
Introduction: Adding Value through Negotiation (Michael Benoliel); Planning and Preparing for Effective Negotiation (Meina Liu & Sabine Chai); Setting (and Choosing) the Table: The Influence of the Physical Environment in Negotiation (Graham Brown); Negotiation Approaches: Claiming and Creating Value (Jill M Purdy); Creativity in Negotiations (Joachim Huffmeier & Guido Hertel); Social Capital in Negotiation: Leveraging the Power of Relational Wealth (Ariel C Avgar & Eun Kyung Lee); Trust Building, Diagnosis, and Repair in the Context of Negotiation (Donald L Ferrin, Dejun Tony Kong & Kurt T Dirks); Power and Influence in Negotiations (Min Li & Julie Sadler); Power and Influence in Sales Negotiation (Ababacar Mbengue, Joel Sohier & Patrice Cottet); Negotiation Strategy (Brosh M Teucher); Personality and Negotiation (Alice F Stuhlmacher & Christopher K Adair); Judgment Bias and Decision Making in Negotiation (William P Bottom, Dejun Tony Kong & Alexandra A Mislin); The Role of Gender in Negotiation (E Layne Paddock & Laura J Kray); Mindfully Managing Emotions and Resolving Paradoxes in the Context of Negotiations (Shirli Kopelman, Ram Mahalingam & Ilan Gewurz); Physiology in Negotiations (Smrithi Prasad & Jayanth Narayanan); Understanding Negotiation Ethics (Kelvin Pang & Cynthia S Wang); Navigating International Negotiations: A Communications and Social Interaction Style (CSIS) Framework (Nancy R Buchan, Wendi L Adair & Xiao-Ping Chen); Building Intercultural Trust at the Negotiating Table (Sujin Jang & Roy Chua); Indian Negotiation Style: A Cultural Perspective (Michael Benoliel & Amrit Kaur); Negotiating the Renault - Nissan Alliance: Insights from Renault's Experience (Stephen E Weiss); The Arcelor and Mittal Steel Merger Negotiations (Gregor Halff); The Emotional Underbelly of Collaboration: When Politics Collide with Need (Daniel L Shapiro); The Role of Negotiation in Building Intra-Team and Inter-Team Cooperation (Helena Desivilya Syna); The Role of Communication Media in Negotiations (Shira Mor & Alexandra Suppes); Negotiation via Email (Noam Ebner). |
| SUMMARY, ETC. |
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| Summary, etc |
Negotiation Excellence: Successful Deal Making is written by leading negotiation experts from top-rated universities in the US and in Asia and its objective is to introduce readers to the theory and best practices of effective negotiation. The book includes chapters ranging from: preparing and planning for successful negotiations; building relationships and establishing trust between negotiators; negotiating creatively to create mutual value and win-win situations; understanding and dealing with negotiators from different cultures; to managing ethical dilemmas. |
| SUBJECT ADDED ENTRY--TOPICAL TERM |
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| Topical term or geographic name as entry element |
Negotiation in business |
| SUBJECT ADDED ENTRY--TOPICAL TERM |
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| Topical term or geographic name as entry element |
Negotiation |
| ADDED ENTRY--PERSONAL NAME |
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| Personal name |
Benoliel, Michael, |
| Relator term |
Edited by |
| ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Koha item type |
REGULAR |